Friday, April 3, 2020

Download this eBook FREE

Download this eBook FREE

Are you a new or struggling salesperson who is disillusioned by how difficult it is to make a sale?

The highly rewarding life of a successful salesperson is one that is well worth the effort. The financial rewards, the recognition, the freedom, all paint a great picture of what the benefits are.

The problem is, it's not as easy as it looks. The buying resistance, the discouragement, the cruel rejection, and the ongoing fight to stay positive, take a toll.

It is incredibly stressful to leave a secure job and enter a new career in sales. When you announce to your friends and family your plans, you have not yet experienced the pain of defeat and the agony of rejection. It would be too embarrassing to turn back and admit failure.

What if you had a roadmap that would cut years off your learning curve? A map that would show you the speedbumps, detours, and roadblocks to avoid. How much would this map be worth to you?

Here it is. The map that will help you avoid the 29 reasons you don't make the sale and a solution for all of them.

This book will be your guide to the success you deserve.


"I just read your chapter, "Handling Rejection - Understand Why". Wow! I started my new business a couple of months ago and was trying to figure out how to sell my professional services. I refined my business plan, got leads, did a direct mailing, then I was frozen at the follow-up call. I never had sales training, cold calling, or follow up call experience. Your lesson describes exactly how I feel and it has given me the confidence to act like I now have the right to place that call. Thank you for writing it. I really enjoyed it. And you probably made me lots of money because now I'm going to make my calls."
Mike Ryder Safelink Networks, LLC


1. You are not aggressive
2. You are a scavenger
3. You don't establish trust
4. You are not a specialist
5. You sell on price not service
6. You're not excited about sales
7. You're a spectator not a doer
8. You lack self-confidence
9. You can't handle rejection
10. You don't have "GUTS"
11. You give up too soon
12. You don't expect it to happen
13. You believe in superstitions
14. You don't use your GPS
15. You're filled with uncertainty
16. You talk too much and don't listen
17. You can't get new customers
18. You can't get attention
19. You don't create demand
20. You don't know what they want
21. You exaggerate benefits
22. You don't present value
23. You let objections stop you
24. You don't have a playbook
25. You don't add value
26. You don't ask for the order
27. You try too hard to close
28. You don't follow up
29. You don't use the magic words

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Monday, March 23, 2020

FREE eBook - More Gross Profit

Download this ebook FREE.

Visit to download

"More Gross Profit" is one of the few books available that addresses price HEAD ON. It is designed specifically for salespeople who are selling similar products sold by their competitors with price being one of the key issues.

It took over 7 years to create the content. Interviews with 507 professional purchasing managers and 3,759 business owners were conducted to discover how they made their buying decisions. Their annual purchasing responsibilities ranged from $500,000 to more than half a billion dollars.

More Gross Profit Contents
1 What percent of customers change vendors for a lower price?

2 Is it part of a buyer's job to ask for a discount over and over again?

3 How do you handle rejection, mistakes, and that “lost account“ feeling?

4 How do you sell customers who have no interest in buying from you?

5 How do you make the sale by justifying prices rather than discounting them?

6 If your buyer doesn't fear overpaying, what is their biggest purchasing fear?

7 How do you handle customers who say: “I don’t care about anything but price?”

8 How many salespeople volunteer to cut their price without being asked and why?

9 How should you react and respond when a customer is “shocked“ at your price?

10 What do you do when a customer uses a bait and switch to get a lower price?

11 If you are always getting beat up on price what fatal mistake are you making?

12 Is there a way to make up a gross profit reduction by increasing your volume?

13 What is the best way to avoid falling into the price trap on your first call?

14 What is the best way to add value to every product and service you sell?

15 How can you set up the presentation so the customer willingly pays more?

16 How should you react when the customer has set the stage in their favor?

17 What should you do when a customer agrees to your price too quickly?

18 How do you ask for something in return in exchange for a price reduction?

19 How do you negotiate price and still maintain a good business relationship?

20 How can you act “as if“ you are laying your job on the line when discounting?

21 How do you respond when a customer asks “is that the best you can do?”

22 What response can you use that will overcome nearly every objection?

23 How do you make the sale when the competitor’s price is lower?

24 Why should you never be the one to offer to split the difference?

25 What is the best way to respond when someone says: “take it or leave it?”

26 How can you remove the “uncertainty” about selling on commission?

27 What is a proven method for increasing call effectiveness as much as 70%?

28 How to avoid the biggest complaints customers have about salespeople?

29 How can you get the customer to show you exactly how to make the sale?

30 How can you make a new account call and never get turned down?

31 What can you say that will have a customer lean forward and ask for more?

32 How to make a presentation that will make it impossible not to buy from you?

33 How can you get 10 to 20 people helping you sell every new prospect?

34 How can you turn every objection into an opportunity and reason to buy?

35 Four closing strategies that will work every time without being pushy?

36 How can your expectations increase the effectiveness of your close?

37 Why do you lose 25% of your customers every year and how to stop it?

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Thursday, March 12, 2020

Four tips that help organize your time

Using your calendar can make a difference in whether you meet your goals.

Here are 4 tips that help organize your time.

1. Keep your calendar with you at all times. This can be an electronic calendar such as one on a smartphone or a hard copy such as an organizer. You never know when you might get a call that requires a scheduled meeting.

2. Schedule it now. If you know you need a meeting, get it on the calendar as soon as you can. The longer you put it off, the more likely you are going to have scheduling issues or conflicts.

3. Put customers first. If you’re asked to do something by a customer, put it on the calendar so you don't forget. Always schedule a follow-up meeting after each presentation.

4. Schedule time in your calendar for email. This is perhaps THE most important calendar management tip. You can easily spend hours on email if you allow it. Dedicate a specific time of the day to email. Unless it is an emergency, don't let email (or social media) interrupt your productive selling time.

Thursday, February 20, 2020

Customer complaints

1. Let them state their case.

 Don't interrupt. The person is geared for talking. Until he has said his piece, he is not tuned for listening. If you want your own ideas to be heard, learn to listen first to the other person. Ask the other person to repeat his key points is valuable when the other person comes to you hot under the collar. Merely letting him get it off his chest goes a long way to reduce his feeling of hostility.

2. Pause before you answer. 

This will let the other person know that you consider what he has said of enough importance to "think about it," or "consider it." A light pause is all that is needed. Pause too long, and you give the impression that you are trying to evade giving a definite answer. If you must disagree with a person, the slight pause is important. Come out with a fast "no," and the other person feels that you are not interested enough to take time with his problems.

3. Don't insist on winning 100 percent. 

 Most of us, when we get into an argument, attempt to prove that we are totally and completely right, and the other person is wrong on all points' Skillful persuaders, however, always concede something and find some point of agreement. If the other person has a point in his favor, acknowledge it. And if you give in on minor and unimportant points, the other person will be much more likely to give in when you come to the big question.

"Yes, I can see you have a good point there but have you considered this. . . ."

"Yes, I can understand why it might appear that way, but…

"Yes, you are certainly right about that all right, but on the other hand…”

Wednesday, January 1, 2020


STRESS. What is the main source of stress? Whether it’s financial, work, personal relationships, or daily life, stress is caused by being HERE, but wanting to be THERE. The stress you are feeling is because you don't want to be where you are, doing what you are doing. There is a conflict in your thinking because in your mind you want to be somewhere else doing something different. However, because of your past choices and present responsibilities, here you are.

THE PAST. If your feeling of stress is one of depression, your thoughts are in the PAST. We all have things in our past that we would like to change. Things we may not be proud of. Something we did or said that upset someone resulting in pain to them. Or it was something we did that was embarrassing. Dwelling on these past situations is what causes you to be depressed.

THE FUTURE. On the opposite end of the spectrum is the future. If your stress is a feeling of being nervous and anxious, your thoughts are in the FUTURE. When you think too much about the future, instead of motivating you, it causes anxiety and discontentment with what you are doing today. You have goals, but they seem so vague and unreachable. There are so many obstacles and so much time standing in the way they seem impossible to reach.

MENTAL CLARITY. Thoughts of the past and future are taking up valuable space in your mind. These thoughts are like a fog that make it difficult to navigate through today's affairs. The result is a lack of concentration and mental clarity causing you to operate at half-throttle.

CHANGE. There is a cure. You must make a choice to change your circumstances. If you make a DECISION to change your situation and firmly decide what steps you are going to take, you will immediately solve the problem by removing the cause of your stress.

ACCEPTANCE. On the other hand, if you make a DECISION to accept your circumstances, you will also solve the problem. All you have to do is say to yourself, "I am here because I chose to be here. It IS what it IS, and I will deal with it". Regardless of which decision you make, you can now begin to feel like you are in control.

ENGAGE. Your job is not to try and see what lies dimly in the distance, or to keep drudging up the past, but TO DO WHAT LIES CLEARLY AT HAND. To give 100 percent ATTENTION to what you are doing, NOW. Paying attention means being ENGAGED AND FOCUSED. When you are focused on what you are doing, you block out the past and the future. You are fully engaged in what you are doing. You are not wasting today's energy trying to redo what you did in the past, or spending today's energy trying to solve future problems. You are ENGAGED IN THE TASK AT HAND.

FUTURE GOALS. Successfully setting and reaching your FUTURE goals without causing stress depends on your EXPECTATIONS. To accomplish your goals without creating stress you must know exactly what you want, expect to get it, and visualize a successful outcome. The common denominator of all successful people is the same. THEY EXPECT TO REACH THEIR GOALS. The common denominator of all unsuccessful people is also the same. Deep down inside – THEY DO NOT EXPECT TO REACH THEIR GOALS.

EXPECTATIONS. To set goals without causing stress certain things must be in harmony. Your expectations and goals must be equal. If your goals are too high or unrealistic, you won’t expect to reach them and you will see to it that you don’t. Your goals must be clearly defined, realistic, reachable and most importantly APPROACHED WITH THE POSITIVE EXPECTATION OF SUCCESS. If your goals are causing stress, lower the goal or break it down into smaller goals until you can honestly say you expect to reach it. Or, adjust your EXPECTATIONS until you believe that reaching your goal is possible.

Wednesday, November 27, 2019

What is a cross promotion?

A cross promotion is a technique for distributing your coupon, discount or message about your business. It is low-cost because someone else hands out your message at no cost to you beyond the cost of printing and paper.

One of the greatest benefits of a cross-promotional effort is that you can transfer the responsibility of the discount to someone else. As an example, you can set up a cross promotion with a nearby bowling alley during which they will be giving their customers coupons offering specials. The coupons read that the offer "'Compliments of Jake's” incentive to eat at your restaurant is from the bowling alley.

You have provided your promotional partner with a nice surprise he can give his customers and his customers believe he is responsible for the discount, not you. Therefore, you are not perceived as having discounted your product.

Cross promotions not only help you maintain your regular price credibility, they also provide you a means of controlling your couponing in terms of both quantity and locations. If the local theater has 5,000 customers a week and you don’t want 5,000-coupons out, print only 2,000 and limit the distribution to a couple of days. The key to a successful cross promotion effort is to personalize each coupon, flier or discount card specifically for the group or retailer who will be distributing them for you. You should seek out businesses with high-volume traffic to approach as cross-promotional partners. 

Examples of high-traffic businesses include:

Retailers or services such as supermarkets, banks, car washes, convenience stores, and book stores - Professionals such as doctors, dentists, and realtors - Recreational centers such as theaters, bowling alleys and skating or roller rinks - Travel and tourism entities such as hotels, motels and your local Chamber of Commerce.